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210408 ||| eng |
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|a 9781788976763
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| 050 |
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|a HD6053
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| 100 |
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|a Olekalns, Mara
|e [editor]
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| 245 |
0 |
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|a Research handbook on gender and negotiation
|h Elektronische Ressource
|c edited by Mara Olekalns (professor of management (negotiation), Melbourne Business School, Australia) and Jessica A. Kennedy (associate professor of management, Owen Graduate School of Management, Vanderbilt University, US)
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| 260 |
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|a Northampton
|b Edward Elgar Publishing
|c 2020, 2020
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| 300 |
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|a 392 pages
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| 505 |
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|a Includes bibliographical references and index
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| 505 |
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|a 7. Same-sex peer norms: Implications for gender differences in negotiation / Selin Kesebir, Sun Young Lee, Judy Qiu, and Madan Pillutla -- 8. Role salience and context: The example pf negotiation / Dyad Gender Composition Alice F. Stuhlmacher and Lauren S. Zervos -- 9. Gender and bargaining power in historical context / Allison L. Elias -- Behind-the-scenes: Gender differences in underlying processes -- 10. Gender and trust / Michael P. Haselhun -- 11. Anger and anxiety in masculine-stereotypic and male-dominated (msmd) negotiating contexts: Affect and the study of gender in negotiation / Chiara Trombini, Logan A. Berg, and Hannah Riley Bowles -- 12. The unspoken language of power: Interpersonal dynamics of nonverbal behaviour in mixed-gender negotiations / Justin D. Wareham and Jennifer R. Overbeck -- 13. Gender, communication, and negotiation / Meina Liu and Isabelle Yi Ren --
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| 505 |
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|a 14. How culture and race shape gender dynamics in negotiation / Negin R. Toosi, Zhaleh Semnani-Azad, Wen Shen, Shira Mor, and Emily T. Amanatullah -- Stronger self-advocates: Persisting despite disruptions and setbacks -- 15. Negotiating political agency in Bosnia-Herzegovina / Deborah M. Kolb, Leyla Ramic-Mesihovic, and Anida Sabanovic -- 16. Women-focused negotiation training: A gendered solution to a gendered problem / Carol T. Kulik, Ruchi Sinha, and Mara Olekalns -- 17. What does 'bouncing back' mean? -- Defining the role of resilience in gender and negotiations / Brooke A. Gazdag -- Conclusion -- 18. Shifting directions in gender and negotiation: From understanding women toward understanding their counterparts / Jessica A. Kennedy and Mara Olekalns -- Index
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| 505 |
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|a Contents: Foreword / Linda Putnam -- Introduction -- 1. Spheres of influence: Unpacking gender differences in negotiation / Mara Olekalns and Jessica A. Kennedy -- Friends, families, work: Negotiating in long-term relationships -- 2. Keeping our friends close: Friendship maintenance through the roles of gender and negotiation / Kaitlyn R. Gallagher, Tatem H. Burns, and Alice F. Stuhlmacher -- 3. Gender and spousal negotiation / Beth Livingston and Seung Whan Ryu -- 4. Gender, work-family negotiations, and caregiving ambition / Julia Bear and Tod Pittinsky -- 5. "superhero" rhetoric versus empathic communication: How male and female first responders negotiate work-life / Jaime Bochantin and Ashleigh Dickson -- Bounded negotiations: Gendered norms as constraints -- 6. Deception in negotiations: The unique role of gender / Hooria Jazaieri and Laura J. Kray --
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| 653 |
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|a Negotiation in business / Sex differences
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| 653 |
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|a Businesswomen
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| 700 |
1 |
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|a Kennedy, Jessica A.
|e [editor]
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| 041 |
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7 |
|a eng
|2 ISO 639-2
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| 989 |
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|b ZDB-1-EEM
|a Edward Elgar eBooks Collection Business & Economics
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| 490 |
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|a Research handbooks in business and management series
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| 856 |
4 |
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|u https://www.elgaronline.com/view/edcoll/9781788976756/9781788976756.xml
|x Verlag
|3 Volltext
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| 082 |
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|a 331
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| 520 |
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|a "In this ground-breaking Research Handbook, leading international researchers analyse how negotiators' gender shapes their behaviour and outcomes at the bargaining table, in both work and non-work contexts. World-class experts from the field of negotiation present cutting-edge research on gender and negotiation, highlighting controversies and generating new questions for consideration. The Research Handbook offers helpful insights to negotiators and forges a path for future research. The first section highlights how gender shapes negotiation within close relationships and identifies informal social rules for how women and men are expected to negotiate, exploring the socialization patterns and historical contexts that produced these norms and the implications for women at the bargaining table. Chapters discuss how underlying negotiation processes such as trust, emotion, communication and non-verbal behaviour are shaped by gender, as well as considering a number of pragmatic solutions to the obstacles women face as self-advocates. Offering insights for both practitioners and researchers, this Research Handbook will be invaluable to teachers and, also, female professionals who want to understand how to get better outcomes from negotiation. It will also be required reading for HR professionals who wish to understand how and why organizational policies regarding negotiation can level the playing field"--
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